Manager, Sales Development

GC AI-posted 4 days ago
Full-time • Manager
Salt Lake City, UT
11-50 employees
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We are seeking an SDR Manager to build and lead our Sales Development Representative (SDR) team from the ground up at GC AI. Reporting to Andrew Conley (CRO), you will play a pivotal role in shaping our lead generation strategy and driving pipeline growth. This is a hands-on role with significant autonomy to hire a high-performing SDR team, establish scalable processes, and implement tools to fuel GC AI’s revenue goals. We’re looking for a dynamic leader who thrives in ambiguous, fast-paced environments, with proven expertise in B2B SaaS sales development, ideally in legal tech or AI-driven markets. You should have a track record of building SDR teams, creating effective processes, and delivering measurable results in lead generation and pipeline development.

  • Build the SDR Function: Design and execute a sales development strategy to generate and qualify high-quality leads for in-house legal teams, driving pipeline growth to support GC AI’s enterprise sales goals.
  • Hire and Lead an SDR Team: Recruit, onboard, and mentor a high-performing SDR team, fostering a culture of accountability, collaboration, and continuous improvement.
  • Create Processes and Structure: Develop and document scalable sales development processes, including lead qualification, outreach cadences, pipeline handoff, and forecasting, to ensure consistent performance.
  • Implement Technology and Tools: Select and integrate best-in-class sales development tools to enhance team efficiency and data-driven decision-making.
  • Drive Lead Generation: Oversee outbound and inbound lead generation efforts, leveraging consultative approaches to engage legal department decision-makers (e.g., General Counsel, in-house counsel).
  • Collaborate Cross-Functionally: Partner with Marketing, Sales, and Customer Success teams to align lead generation strategies, refine messaging, and optimize the handoff to Account Executives.
  • Track and Report Performance: Define and monitor KPIs (e.g., lead volume, conversion rates, pipeline contribution, SDR quota attainment) to assess performance, identify bottlenecks, and drive improvements.
  • Act as a Hands-On Leader: Balance strategic planning (e.g., setting team goals, designing playbooks) with tactical execution (e.g., coaching SDRs, refining outreach scripts) to establish a world-class SDR function.
  • 5+ years of experience in B2B SaaS sales or sales development, with at least 2 years in a leadership role managing SDRs or similar teams.
  • Proven track record of building an SDR team from scratch or significantly scaling a sales development function in a high-growth startup or scale-up.
  • Experience recruiting, training, and coaching SDRs to exceed lead generation and pipeline targets.
  • Demonstrated ability to design and implement sales development processes, cadences, and technology stacks to drive predictable outcomes.
  • Strong communication and coaching skills, with a history of engaging prospects and motivating teams in fast-paced environments.
  • Analytical mindset, with expertise in leveraging CRM data (e.g., Salesforce, HubSpot) to optimize performance and report on KPIs.
  • Self-starter mentality, comfortable navigating ambiguity and balancing strategic vision with hands-on execution.
  • Experience in legal tech or selling to in-house legal teams.
  • Familiarity with AI-driven software solutions or legal text processing.
  • Proficiency with sales development tools
  • Knowledge of sales methodologies.
  • Track record of creating sales playbooks, training programs, or process documentation.
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